OCI & AI Infrastructure Pursuits Lead

Role Overview

Oracle is seeking a senior leader to serve as a OCI & AI Infrastructure Pursuits Lead within the Global AI Infrastructure & Strategic Pursuits organization.

This lead will operate at the intersection of sales, engineering, and executive leadership, owning end-to-end engagement for priority accounts. This includes owning revenue generation and customer acquisition for cloud infrastructure solutions, including compute, GPU/AI capacity, storage, and networking. This role requires leadership in end-to-end sales cycles for large-scale, complex deals with enterprises and hyperscale customers, driving long-term partnerships and multi-year contracts.

Qualifications

Career Level - IC5

Responsibilities

Key Responsibilities

• Revenue Ownership & Pipeline Development

  • Build and manage a high-value pipeline across enterprise and strategic accounts

  • Identify and close large-scale infrastructure deals (e.g., AI clusters, GPU capacity, multi-region deployments)

  • Consistently meet/exceed quota targets (ARR, TCV, prepay structures)

• Strategic Account Management

  • Own executive relationships across customer organizations (CIO, CTO, Head of Infrastructure, AI leaders)

  • Develop account strategies aligned to customer growth (AI/ML, data platforms, cloud migration)

  • Expand footprint through multi-product adoption (compute, storage, networking, AI services)

• Complex Deal Execution

  • Lead end-to-end sales cycles: discovery, solutioning, pricing, negotiation, close

  • Structure commercial models (reserved capacity, consumption, prepay, hybrid deals)

  • Navigate procurement, legal, and finance stakeholders on both sides

• Go-to-Market Strategy

  • Define and execute GTM plans for infrastructure offerings (compute, GPU, storage, networking)

  • Segment target markets (e.g., AI/ML, enterprise IT, SaaS, gaming, HPC)

  • Align pricing, packaging, and regional rollout strategies

• Product Positioning & Messaging

  • Craft clear, differentiated messaging against competitors (AWS, Azure, GCP, specialized GPU clouds)

  • Translate technical capabilities into business value (cost/performance, scalability, latency, reliability)

  • Develop sales narratives for executive and technical buyers

• Technical & Business Value Selling

  • Translate infrastructure capabilities into business outcomes (cost efficiency, performance, scalability)

  • Partner with solutions architects to design high-performance architectures (AI training, inference, HPC)

  • Build ROI/TCO models to justify large capital and operating commitments

• Cross-Functional Leadership

  • Work closely with inbound PMs, engineering, finance, and operations

  • Align product roadmap with market demand and commercialization strategy

  • Coordinate launches across marketing, PR, and partner ecosystems

Required Qualifications

• 5-10+ years in product management, product marketing, or cloud infrastructure GTM roles
• Deep understanding of cloud infrastructure (compute, GPUs, storage, networking, data centers)
• Experience working with large enterprise or hyperscale customers
• Strong commercial acumen (pricing, deal structuring, revenue modeling)
• Ability to translate technical concepts into business outcomes
• Executive presence with experience supporting C-level engagements
• Structure and negotiate tailored commercial frameworks to support large-scale, strategic engagements
• Align with global leadership priorities, including CEO-directed initiatives and high-visibility pursuits
• Coordinate cross-functional resources to ensure successful execution across sales, product, and delivery teams
• Provide market insights and feedback to inform global strategy and product direction
• This role will have key coverage on China market and fluency in both English and Mandarin (Chinese) is required

Preferred Qualifications

• Significant experience in enterprise technology sales, cloud infrastructure, or AI-related solutions

• Proven track record of leading large, complex deals with strategic customers

• Strong understanding of regional enterprise landscapes

• Experience working across sales, engineering, and executive stakeholders in a global organization

#LI-DNI 

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And with AI embedded across our products and services, we help customers turn that promise into a better future for all. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.

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Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.